Business Development Representative

The Business Development Representative (BDR) role at Bonfire is an entry-level sales role with a primary focus on new customer acquisition. BDR’s are responsible for hunting, prospecting, and developing new business across nonprofits, creators, communities, and for-profit businesses. Secondary responsibilities include managing and growing relationships with existing customers.

BDRs are responsible for communicating directly with clients and prospects, understanding their individual needs, recommending Bonfire’s products and services that maximize value, and ensuring customers have a positive experience on Bonfire.

All Bonfire employees are expected to embrace our Mission and Values:
Humble Ingenuity | Moral Courage | Healthy Dissatisfaction | Inclusive Cooperation | Trusting Partnerships

include but are not limited to:

• Drive New Customer Acquisition:
  Outbound prospecting for new customers is the primary focus of the BDR role, measured by driving net revenue from new to Bonfire customers.
• Target Prospects Effectively:
  Focus new customer acquisition efforts exclusively on prospects with the potential to generate $2,400+ in annual net revenue, prioritizing opportunities that align with Bonfire’s target customer profiles.
• Own the Full Sales Cycle:
  Manage new business opportunities from prospect identification and initial outreach through qualification, discovery, demo, and the customer’s first financial activation.
• Build and Manage a Healthy Pipeline:
  Consistently identify and engage qualified prospects through cold outreach, social selling, referrals, inbound opportunities, and other prospecting channels.
• Meet Sales Activity and Revenue Goals:
  Consistently achieve daily and weekly sales targets established by Sales Team management, including but not limited to:
  • New outbound prospecting volume/week
  • Demo calls conducted/week
  • New customer launches/week
  • Net revenue generated/month
• Execute Effective Prospecting:
  Research target accounts and develop personalized, compelling outreach strategies designed to generate meaningful engagement and qualified sales conversations.
• Qualify Prospects:
  Quickly and effectively qualify prospects based on Bonfire’s target customer profiles, including customer segment, business needs, potential revenue, and overall fit.
• Conduct Consultative Sales Conversations:
  Lead discovery and demo calls with qualified prospects, understand their goals and challenges, and recommend Bonfire solutions that best meet their needs (if applicable).
• Convert Inbound Opportunities:
  Partner with our Sales Operations team to manage qualified inbound opportunities from discovery through close (when assigned).
• Manage CRM Activity and Pipeline:
  Diligently create, manage, and maintain all sales activities, tasks, opportunities, and next steps in Hub Spot, ensuring accurate pipeline visibility and timely follow-up.
• Grow Existing Customer Revenue:
  As a secondary responsibility, manage assigned existing accounts and identify opportunities to retain, grow, or expand revenue, as well as re-engage qualified former or inactive customers.
• Advocate for Prospects and Customers:
  Work cross-functionally with teams across Bonfire to address customer needs, remove barriers, and secure resources or solutions that support closing and launching new business.
• Become an Expert in Bonfire’s Customers:
  Develop a deep understanding of Bonfire’s core customer personas, including their businesses, needs, challenges, behaviors, and motivations.
• Use Modern Sales Techniques:
  Leverage current sales strategies and technologies, including video messaging, social selling, personalized outreach, and other emerging prospecting techniques to increase engagement and conversion.
• Represent Bonfire with Integrity:
  Appr…